How to Win Prospects and Sell to More People

3 sales lessons from How to Win Friends and Influence People

Happy Health and Happiness with Hypnosis Day! According to Google, using hypnosis on others (and prospects) is legal in all 50 states, but we recommend you do your own research on this one. 🤣

Whatever it takes to hit quota…

In today’s Follow Up:

  • 3 sales lessons from “How to Win Friends and Influence People” 🤝 

  • Sales in the news 🗞️

  • Sales weapon of the day 🛠️

  • Cool jobs at cool companies

  • LinkedIn influencers & memes 🖼️ 

Sales Fact of The Day

Win rates are 10% highest when sellers discuss pricing on the first call.

Source: Gong

How to win prospects and influence them

“How to Win Friends and Influence People,” by Dale Carnegie, is one of the most important books for salespeople, and anyone in business.

Dale Carnegie was a writer and speaker, but what most people don’t know, is that he was a salesperson first. That’s right, Dale ran the nation-leading territory for his firm.

How to Win Friends and Influence People is one of the most successful non-fiction books of all time, selling over 30 million copies.

Even though the book is only 214 pages, we know y’all are busy, so as the good friends we are, we’re here to give you a refresher on the key points and how you can use them in sales.

Here are the 3 biggest takeaways for sales reps from How To Win Friends and Influence People, for salespeople.

1. Get people to take action by giving them what they want.

Carnegie tells his readers: You’ve got to give people what they want, not what we want or what we think they want.

So, how do you make sure you are giving people what they want?

Ask questions and get to know who they are. Find out:

  • What motivates them?

  • How can you frame this in terms of what they want?

  • How can you make this about them?

Social media give us another tool to see what people are saying, thinking, and most interested in.

2. Make people like you by being genuinely interested in them.

We like to do things for people we like.

In the book, Carnegie uses the love of dogs to explain this principle.

If you have a pet dog, every time you come home, your dog is excited to see you. They give you their full attention and make you feel loved, so it’s not hard to love them back.

Humans are the same way. We gravitate toward people who show an interest in us and make us feel special. Their behavior makes us feel accepted and important.

When we invest time and energy in others, we receive more time and energy from them and develop better relationships.

Being interested in your client gives you two advantages:

  • You understand what they need and want

  • You develop a relationship with them

Other subtle ways to get more people to like you:

  • Smile.

  • Remember the person’s name. A person’s name is the “sweetest and most important sound in any language.”

  • Encourage people to talk about themselves and be a good listener.

  • Talk about the person’s interests.

3. Win people over by dramatizing your ideas.

People don’t act on facts, they act on emotions.

This is why storytelling is so important.

Demo’ing product features and showing off business metrics can only get you so far with a prospect.

So, you have to tell stories and appeal to their emotional side. On top of that, you must find creative methods to present your ideas.

When a man proposes to his wife, does he send a text message? No.

He gets down on his knee, looks her in the eye, opens up a black box with a shiny diamond ring, and pops the question with some charizzzma.

It’s all about the delivery.


  1. Get people to take action by understanding what they want.

  2. People buy from people they like, and people like those that are genuinely interested in them.

  3. People use emotion to buy. If you appeal to their emotion, the facts become less important.

Before we move on, we’ll leave you with one final Dale Carnegie quote on how you can influence other people:

The only way on earth to influence other people is to talk about what they want and show them how to get it.

Dale Carnegie

Sales Tip of The Day

There is nothing wrong with asking your prospect if they are evaluating your competitors, but there is no reason to talk bad about them.

Ask a simple question like:

I understand you’re reviewing other providers for this initiative. If you don’t mind me asking, how does our solution compare to the others you’re reviewing?

If you’ve built trust with your prospect, they’ll have no problem sharing this with you. And if you get an honest answer, you can use this to better present the strengths of your solution.

Sales in the News

  • A former account executive at BuzzFeed made $656K in 2021 and left a year later to work on her YouTube channel full-time.

  • 3 questions your sales teams should ask after losing or winning a deal.

  • 7 questions you can use to test how serious a prospect is about buying from you.

  • From Reddit: This tech AE was laid off from 4 consecutive companies and struggles to explain the volatility of a sales career to non-sales friends and family.

Sales Weapon of The Day

PingBell: A virtual gong that notifies your entire sales team when a sale is made or a deal is closed.

Cool Jobs at Cool Companies

A word from our LinkedIn Influencers:

#StopSelling 🗣️ 

Sales Meme of the Day

And that’s a wrap!

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